TY  - BOOK
AU  - Marks,Ronald B.
TI  - Personal selling: a relationship approach 
SN  - 1592602290
AV  - HF5438.25. M37 1997
U1  - 658.85 22
PY  - 2006///]
CY  - Cincinnati, OH.
PB  - Atomic Dog
KW  - Selling
KW  - Psychological aspects
KW  - Vocational guidance
N1  - Includes bibliographical references and index; 1; The Role of Personal Selling --; 2; A Career in Selling --; 3; Toward Professionalism --; The Salesperson's Legal and Ethical Responsibilities --; 4; Buyer Behavior --; 5; Effective Communication --; 6; Beginning the Relationship Selling Process --; 7; Successful Prospecting --; 8; The Approach --; 9; Problem Recognition --; 10; The Presentation --; 11; Handling Objections --; 12; Sales Negotiation: Building Win --; Win Relationships --; 13; The Art of Closing --; 14; Retail Selling --; A Special Type of Selling --; 15; Self-Management --; 16; Sales-Force Management --; 17; Your First Sales Job --; Selling Yourself
ER  -